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AI and Commercial Excellence: B2B

How has AI become an essential growth driver for B2B business models?

A relationship model that has been turned upside down

  • The world went online when the COVID-19 pandemic hit: everything that had previously been done in person was forced into virtual space.
  • Sales was no exception. The new remote sales environment presented challenges, but it achieved a surprising degree of success.
  • Today, the sales forces of major B2B groups are evolving at a rapid pace to adapt to these new ways of selling a product, service or solution.
  • Key account customers have become more sophisticated and demanding. Sales are becoming increasingly digital, and operating models more hybrid between physical and virtual.

Volumes of data have exploded

  • Today, the number of daily business demands is increasing, while reachability rates are decreasing, significantly complicating the sales role.
  • B2B is no exception, and with data volumes exploding, salespeople are finding it increasingly difficult to maintain complete and reliable databases.
  • The volumes of data to be analyzed have exploded, whether internal (transactions, complex offers) or external (competitors' activities).

A growing number of AI-based solutions

  • Solutions automate operations and data processing. 
  • Use cases are multiplying and generating increasing value for the sales forces of large organizations. 
  • These solutions enable you to:
    • Gain an accurate understanding of the market and sales opportunities,
    • Score and prioritize prospects according to their skills and degree of readiness,
    • Clean, enrich and qualify customer databases on an industrial scale,
    • Focus sales efforts on strategic sales,
    • Build individual relationships through insight.

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